WEBVTT
00:00:53.309 --> 00:00:54.719
Good afternoon everybody.
00:00:54.719 --> 00:00:56.399
Welcome to the WIN podcast.
00:00:56.399 --> 00:00:58.049
My name is Carrie Richardson.
00:00:58.049 --> 00:00:59.879
I'm a partner at Fox and Crow.
00:01:00.089 --> 00:01:08.429
And with me today is Will Oinky, who is the VP of MSP Sales for Nerdio and a sponsor at this year's PAX 8.
00:01:08.549 --> 00:01:09.060
Beyond.
00:01:09.060 --> 00:01:10.469
How are you doing today, Will?
00:01:10.799 --> 00:01:12.000
I'm doing fantastic.
00:01:12.000 --> 00:01:15.200
Really excited to be here talking about, Nerdio and PAX 8 beyond.
00:01:15.200 --> 00:01:15.920
What a great event.
00:01:16.620 --> 00:01:17.219
I'm excited.
00:01:17.219 --> 00:01:19.920
I didn't go last year, but I did go to the first one.
00:01:20.234 --> 00:01:23.954
And this will be our first major event sponsorship for Fox and Crow.
00:01:23.954 --> 00:01:30.644
These interviews are great for me because they're giving me tips and ideas for what Fox and Crow might do at Pax8 Beyond.
00:01:31.245 --> 00:01:36.465
Before we got started, we talked about how Nerdio is now hosting their own conference.
00:01:37.090 --> 00:01:40.000
you've chosen some interesting locations for those events.
00:01:40.590 --> 00:01:46.469
how has planning your own event changed how you approach sponsoring an event?
00:01:47.710 --> 00:01:53.439
It's a great question and I think it's pretty interesting'cause it's a very different perspective when you've put on your own event.
00:01:53.439 --> 00:01:56.469
There's a lot of behind the scenes things that happen.
00:01:56.629 --> 00:02:01.120
you wanna make sure everybody's comfortable having a good time and, getting something out of it.
00:02:01.329 --> 00:02:14.599
So when we now sponsor an event and at PAX 8 beyond, we're thinking about how can we ensure the people that we're engaging with or take time, to come over to our booth maybe, or one of our breakout sessions are gonna get the most out of it.
00:02:14.819 --> 00:02:20.879
being thoughtful about curating content and having conversations that are gonna help them propel their business.
00:02:21.164 --> 00:02:24.974
It's less about us telling them how great and amazing Nerdio is.
00:02:24.974 --> 00:02:34.284
it's more about starting with talking to them asking questions about their business and what are their goals and what are they looking to get out of the event, and then giving them information.
00:02:34.479 --> 00:02:36.460
Or helping them achieve those goals.
00:02:36.460 --> 00:02:37.629
that's how we think about it.
00:02:37.789 --> 00:02:44.560
A lot of learnings with putting on our own event and doing the same things, getting feedback and using that to shape our go-to market approach.
00:02:45.259 --> 00:02:46.939
NerdioCon has been going well.
00:02:46.939 --> 00:02:50.099
You've got three years under your belt now where's next?
00:02:50.099 --> 00:02:52.770
We are still in the planning stages for next year.
00:02:52.770 --> 00:02:56.460
We will be making an announcement fairly soon about where it's gonna be.
00:02:56.650 --> 00:02:57.909
I'm very excited about it.
00:02:57.909 --> 00:03:06.359
as you know, we try and pick fun different locations, we found that, most of our, attendees are from North America and many North Americans don't have passports.
00:03:06.359 --> 00:03:07.769
So that can certainly be a struggle.
00:03:07.979 --> 00:03:13.870
For the sponsors it can be, logistically difficult, to ship stuff and get a booth down there and those types of things.
00:03:13.870 --> 00:03:19.479
we do love doing things internationally, but, this year was our first year doing it in the States, and it worked out really well.
00:03:19.584 --> 00:03:26.995
So for PAX 8 beyond this year, what preparation has Nerdio done?
00:03:26.995 --> 00:03:31.449
We're a month out, what are your expectations for the event?
00:03:32.409 --> 00:03:40.099
Yeah, so we have two different approaches that we're taking because we've been partnered with PAX 8, and in the MSP community for a number of years now.
00:03:40.099 --> 00:04:00.375
for us it's really about a strategy to make sure we get a lot of time with our existing partners, understand where they are in their journey in terms of Microsoft adoption, where we focus, and also a separate strategy around making sure that we can get the message out about who we are, what we do and how we can help MSPs who have not started working with us yet.
00:04:00.685 --> 00:04:06.625
Everything from partner dinners to what we're gonna be showcasing at our booth or in our breakout sessions.
00:04:06.814 --> 00:04:12.469
One of the big ones is that nerdio, for example, is in the Microsoft 365 management game.
00:04:12.784 --> 00:04:16.625
For years, we've been focused on Azure infrastructure and Azure Virtual Desktop.
00:04:16.625 --> 00:04:17.824
But we also have this.
00:04:17.840 --> 00:04:24.079
great product and seen a lot of growth on the M 365 management side, which I think a lot of people don't even know that we do yet.
00:04:24.840 --> 00:04:26.009
Tell us a little bit about that.
00:04:26.759 --> 00:04:34.769
Obviously with being in the Microsoft ecosystem for so long and working with MSPs, they, said,"Hey, you helped us so much with Azure Virtual Desktop.
00:04:34.980 --> 00:04:39.240
But that's only a small portion of what we do day to day in the Microsoft ecosystem.
00:04:39.480 --> 00:04:40.170
We also manage.
00:04:40.345 --> 00:04:43.045
Microsoft 365, and that can be difficult.
00:04:43.175 --> 00:04:45.305
we need a multi-tenant management tool.
00:04:45.514 --> 00:04:49.324
Nerdio feels like a logical co-organization that could support us there.
00:04:49.324 --> 00:04:51.574
a couple years ago we started investigating that.
00:04:51.795 --> 00:05:06.055
in November, of 2024, we made a very large release to help with things like OneDrive Teams Intune and Autopilot, Features that you get when you buy M 365, but many MSPs are not using those features, right?
00:05:06.055 --> 00:05:07.165
They buy this license.
00:05:07.165 --> 00:05:16.555
you get your Microsoft apps in exchange but they're not able to standardize all of their customers and there aren't many tools out there that can do that very seamlessly and easily.
00:05:17.214 --> 00:05:21.534
One of the things I love about Microsoft is they have a solution for everything.
00:05:21.534 --> 00:05:36.564
Now, is the MSP industry specifically gonna see value in it, And are their SMBs, gonna see value in it or find some other product they give you a lot of flexibility and they're including more in Standard SMB flavor licenses, like business premium.
00:05:36.664 --> 00:05:39.464
look at Defender, a highly rated security product.
00:05:39.564 --> 00:05:41.274
included in business premium.
00:05:41.454 --> 00:05:47.704
And MSPs are like, well, I don't use it'cause I don't know how to, I go to these events and there's many security products that I can use.
00:05:47.704 --> 00:05:50.944
And one of our goals is giving the MSP, flexibility, right?
00:05:50.944 --> 00:05:56.204
And I'm not saying go replace one of these other amazing tools because we work with many great, partners out there.
00:05:56.659 --> 00:05:57.949
It will also be at the event.
00:05:58.110 --> 00:05:59.610
but we all know security.
00:05:59.610 --> 00:06:00.719
It's like an onion, right?
00:06:00.719 --> 00:06:02.009
You have all these different layers.
00:06:02.009 --> 00:06:03.449
So you're paying for defender.
00:06:03.480 --> 00:06:07.719
Let's make it easy to enable it, and have multiple layers in your security stack.
00:06:08.409 --> 00:06:11.349
I haven't healed from our SharePoint migration 10 years ago.
00:06:12.485 --> 00:06:20.435
I remember selling when I was at my MSP, SBS servers and I would talk up how SharePoint, you get this with your SBS server and it's amazing.
00:06:20.435 --> 00:06:23.654
in a lot of places, SharePoint's also where things go to die.
00:06:23.654 --> 00:06:25.754
You gotta give it the care and feeding that it needs.
00:06:26.545 --> 00:06:30.985
There's limitations in, character length, number of files, number of nested folders and things like that.
00:06:30.985 --> 00:06:36.235
I'm making the switch to an Apple computer this month.
00:06:37.074 --> 00:06:42.024
It'll be, my first time not using a Windows interface in my entire business career.
00:06:42.814 --> 00:06:47.154
My teenage daughter had to have her Mac and you know, I'm the computer guy, right?
00:06:47.185 --> 00:06:49.014
'cause I'm in the industry even though I'm in sales.
00:06:49.235 --> 00:06:52.295
anytime she needs help, I'm trying to figure out the interface and do it.
00:06:52.295 --> 00:06:53.884
I love my iPhone, don't get me wrong.
00:06:53.884 --> 00:06:55.084
but a Mac is difficult.
00:06:55.084 --> 00:06:57.620
That's a great use case for an Azure virtual desktop, right?
00:06:57.724 --> 00:07:00.154
You can stream down your business critical applications.
00:07:00.154 --> 00:07:01.144
We see that all the time.
00:07:01.925 --> 00:07:02.974
I'll send it over to Ian.
00:07:03.214 --> 00:07:08.834
He's in charge of that, although I think he still got a little PTSD from, back in the tech support days.
00:07:09.224 --> 00:07:14.384
He's not a big fan of, people asking him how things work when it comes to computers these days.
00:07:14.834 --> 00:07:16.365
It's so funny how that happens though.
00:07:16.365 --> 00:07:17.504
Like even in my neighborhood.
00:07:17.694 --> 00:07:19.074
I'm the computer guy, right?
00:07:19.074 --> 00:07:23.995
I'm the VP of sales, but, I'm, probably better than all of them, in terms of my technical ability.
00:07:23.995 --> 00:07:27.474
But I have no formal, technical expertise or training.
00:07:28.314 --> 00:07:31.795
What's the equivalent of, let me Google that for you, except for ai.
00:07:31.855 --> 00:07:32.574
Let me chat.
00:07:32.574 --> 00:07:37.064
GPT that for you It's great if you understand what you're doing already.
00:07:37.064 --> 00:07:42.849
But I don't know how great it is for creating plans for things that you've never tried to do before.
00:07:42.849 --> 00:07:50.230
I feel like you could probably troubleshoot a computer provided your computer is working at the time.
00:07:50.819 --> 00:07:58.740
I feel like people, salespeople, just have that kind of personality in them, we're less afraid sometimes just to try new things and see if it works out.
00:07:58.870 --> 00:08:00.849
so sometimes we fall into those things, right?
00:08:00.849 --> 00:08:02.110
Like, okay, I read the prompt.
00:08:02.110 --> 00:08:02.889
Let me try that.
00:08:03.039 --> 00:08:04.539
Oh, I just destroyed my computer.
00:08:04.539 --> 00:08:05.769
Okay, I'll go back to step one.
00:08:06.759 --> 00:08:09.279
That's me, except with my Webflow website.
00:08:09.279 --> 00:08:13.959
If I have one big regret from 2024, it would be the migration over to Webflow.
00:08:15.819 --> 00:08:19.599
So we're both going to be on the floor at PAX 8 this year.
00:08:19.870 --> 00:08:22.724
Tell me a little bit about how your team prepares.
00:08:23.474 --> 00:08:26.235
There's a lot of things that go on behind the scenes in preparing.
00:08:26.235 --> 00:08:32.695
One of ours is a schedule of events, who's gonna be where, and mix up different individual strengths, with that.
00:08:32.695 --> 00:08:36.085
For example, we create our booth schedule, who's gonna be at the booth?
00:08:36.085 --> 00:08:44.875
We wanna make sure that there's somebody that understands sales, somebody that understands Azure, as well as M 365 now that we do that, and somebody that's technical.
00:08:45.034 --> 00:08:48.884
Somebody that can walk through a demo, answer questions, those types of things.
00:08:48.884 --> 00:08:59.605
Then we have other people preparing for, our breakout session, Walking around there, having conversations, making sure people know, when our breakout session is asking them to attend, and getting feedback.
00:08:59.875 --> 00:09:02.004
Also building in time for us to regroup.
00:09:02.335 --> 00:09:07.914
You go into an event, with a plan, this is exactly how it's gonna be and this is what we're gonna do and it's gonna be great.
00:09:08.075 --> 00:09:09.245
Then you learn some things.
00:09:09.245 --> 00:09:09.545
I've been.
00:09:09.595 --> 00:09:13.465
At other events where we do multiple breakout sessions and we go do the first one.
00:09:13.465 --> 00:09:15.925
We always leave time afterwards, right?
00:09:15.925 --> 00:09:20.305
To regroup what worked, what didn't work, what did people like, what did people not like?
00:09:20.355 --> 00:09:22.215
and then spend time to readjust.
00:09:22.215 --> 00:09:30.814
I don't think It's fair to the people that take time out of their day, they spend a lot of money, and time being able to come to these events we wanna make sure that they get the most value out of it.
00:09:30.814 --> 00:09:34.865
And it's also just for our team too, making sure that there's some built in time.
00:09:34.865 --> 00:09:37.995
We still, most of our people that are there still have a normal job, right?
00:09:37.995 --> 00:09:43.615
So being able to go and catch up on some email, make sure you don't have that customer or partner waiting on you, to respond.
00:09:43.745 --> 00:09:44.794
and then a little bit of rest.
00:09:45.319 --> 00:09:49.850
Because nobody wants to talk to Will standing in a booth who hasn't slept, at all.
00:09:50.009 --> 00:09:53.700
and is not gonna be able to have a high quality conversation or be present in the moment.
00:09:54.389 --> 00:09:56.879
Yeah, you don't know this from experience, You're just guessing.
00:09:57.659 --> 00:09:58.200
Correct.
00:09:58.210 --> 00:09:58.870
Exactly.
00:09:59.049 --> 00:10:04.460
I mean, I've been around Nerdio, since the very early days where it was really three of us going to every single show.
00:10:04.460 --> 00:10:07.840
Tony Kai and I did 8 weeks back to back on the road together.
00:10:08.029 --> 00:10:10.189
we saw each other more than we saw our own families.
00:10:10.189 --> 00:10:12.590
we love those times, but it's nice having a bigger team.
00:10:12.590 --> 00:10:19.909
it's also important to make sure you're training the next group that's coming up and has career goals to learn from the mistakes that maybe we made in the early days.
00:10:20.629 --> 00:10:26.899
So are you more of a morning go to the breakfast person or are you late night, go to the party person?
00:10:27.529 --> 00:10:30.799
So it's funny, in the past probably year, year and a half, I've switched.
00:10:30.799 --> 00:10:32.120
I used to be the late night guy.
00:10:32.120 --> 00:10:33.799
Like, don't get me up early in the morning.
00:10:33.950 --> 00:10:35.539
I'll do all the late night stuff.
00:10:35.590 --> 00:10:39.460
you'll find me hanging out at the bar, talking to people, going to the parties, that type of thing.
00:10:39.460 --> 00:10:44.819
And now, I would rather be in bed by like nine o'clock, and be up having my coffee early in the morning.
00:10:45.370 --> 00:10:46.929
That's how I feel every day now.
00:10:46.990 --> 00:10:51.429
I was never much of a night person anyway, because by 11 o'clock it's getting a little drunk out.
00:10:51.524 --> 00:10:54.669
And when you don't drink it wears on you.
00:10:54.750 --> 00:10:55.350
Exactly.
00:10:55.350 --> 00:11:00.495
And I think there is that turning point, but you hear from mSPs all the time, and I notice it as well.
00:11:00.654 --> 00:11:10.615
one of the great things about a huge event like PAX 8 beyond is you have like-minded MSPs together, but it's those side conversations, those real conversations that you have with each other.
00:11:10.794 --> 00:11:15.605
Not the Hi, I'm Will from Nerdio, and I go into my standard pitch or something like that.
00:11:15.605 --> 00:11:16.595
That's not what we're there for.
00:11:16.595 --> 00:11:17.975
tell me what we can do better.
00:11:18.125 --> 00:11:19.534
Tell me what you're struggling with.
00:11:19.534 --> 00:11:20.674
Tell me about your business.
00:11:20.674 --> 00:11:24.684
And that's, I think one of the powerful things about, an event like this, that.
00:11:24.684 --> 00:11:37.455
people get a lot out of, connecting different MSPs together, that's something that we try to do, as part of our strategy as well, I might have somebody come up saying, I'm really struggling with a VD or, Microsoft in general, or How do I price or package this?
00:11:37.485 --> 00:11:38.774
And I'm like, wait a second.
00:11:38.804 --> 00:11:41.235
I have one of my partners who has figured this out.
00:11:41.235 --> 00:11:44.694
Let me connect you two together, instead of hearing from me, right?
00:11:44.694 --> 00:11:45.745
You don't wanna hear from the vendor.
00:11:45.745 --> 00:11:48.264
You wanna hear from an MSP who's experienced this.
00:11:48.669 --> 00:11:51.129
Because I have a siloed view of the world.
00:11:51.129 --> 00:11:55.210
I'm not worrying about how you're, automating your QuickBooks to send invoices.
00:11:55.210 --> 00:11:57.340
I'm just worrying about the execution of Microsoft.
00:11:57.399 --> 00:11:59.559
And I think that's, really powerful here.
00:11:59.720 --> 00:12:08.509
and then they can also talk about, well, I use PAX 8 and these five other vendors on their line card, and they can talk about the integration of all of that and really make their MSP better.
00:12:09.769 --> 00:12:16.120
What's your conversion rate like from, initial conversation at the booth to signed partner?
00:12:16.169 --> 00:12:25.985
And do you attribute first point of contact or last point of contact, or do you have some complicated way to measure?
00:12:26.345 --> 00:12:27.694
We have a complicated way.
00:12:27.694 --> 00:12:29.495
We've tried all of the above.
00:12:29.544 --> 00:12:41.064
What we do is spread out all the points of contact and, evenly balance it, in terms of, acquisition costs We find we end up having multiple conversations and meeting people at multiple events.
00:12:41.064 --> 00:12:44.855
Sometimes they come to our events or our training, camps that we run as well.
00:12:44.855 --> 00:12:46.534
We found that the best way to do that.
00:12:46.804 --> 00:12:50.375
Our average sales cycle is usually around three months, but how you count that?
00:12:50.375 --> 00:12:55.424
One of the things that Nerdio does is we provide free internal use licenses, to MSPs.
00:12:55.424 --> 00:13:03.274
a lot of times we start at the booth, and especially if somebody's never looked at Nerdio, or maybe they're looking at virtual desktops and they've never done this before.
00:13:03.455 --> 00:13:06.975
They're not just gonna roll this out to their 50 employee company, or customer.
00:13:06.975 --> 00:13:10.095
They're gonna want to try this out, make sure they understand how to manage it.
00:13:10.345 --> 00:13:14.404
usually, we're looking to book conversations coming out of that how can we help you?
00:13:14.404 --> 00:13:15.184
What are your desires?
00:13:15.184 --> 00:13:15.995
What are your goals?
00:13:16.355 --> 00:13:23.804
the next step very often is, let's either get you some training or let's do hands-on training with those free internal use licenses we provide.
00:13:24.014 --> 00:13:32.804
And throughout that we're trying to plan, well how can we help you with your customer, either bring them to a VD or managing Microsoft 365 more efficiently?
00:13:33.115 --> 00:13:37.134
so that's really what we're looking to do is have those conversations and open up the door.
00:13:37.284 --> 00:13:39.784
I don't know if others, take the same approach.
00:13:39.784 --> 00:13:46.184
If you come up to our booth and talk to us or in the hallways and have a conversation, we're not gonna push a meeting if you don't wanna talk to us.
00:13:46.184 --> 00:13:46.934
You don't see value.
00:13:46.934 --> 00:13:47.325
Great.
00:13:47.325 --> 00:13:47.924
that's fine.
00:13:48.115 --> 00:13:50.825
let us tell you what we do, and let's not book a meeting.
00:13:50.825 --> 00:13:51.965
If that doesn't make sense.
00:13:51.965 --> 00:13:57.845
we'll ask your permission, can we put you on our mailing list and, send you updates once a month just so you know what's going on.
00:13:57.845 --> 00:13:59.764
if not, then we won't put you on our mailing list.
00:13:59.764 --> 00:14:01.850
And maybe we'll find some value down the road.
00:14:02.750 --> 00:14:06.710
Favorite swag or swag that people seem to like the most?
00:14:06.779 --> 00:14:08.789
what have you done that people really liked?
00:14:09.375 --> 00:14:09.735
Yeah.
00:14:09.735 --> 00:14:11.504
So, they really like socks.
00:14:11.534 --> 00:14:14.144
we're big into doing clothes: hoodie, things like that.
00:14:14.144 --> 00:14:18.164
Something that you're not gonna be like, oh, that's cool, and then end up in the garbage later.
00:14:18.414 --> 00:14:19.254
exactly.
00:14:19.554 --> 00:14:21.595
So, that's generally what we like to do.
00:14:21.784 --> 00:14:25.434
we'll try and mix if there's a theme of the event, you know, do something like that.
00:14:25.595 --> 00:14:28.774
we just went to Robin Robins event and that had a Willy Wonka theme.
00:14:28.774 --> 00:14:31.215
so we had, candy and, things like that.
00:14:31.215 --> 00:14:35.444
We had cotton candy we were handing out and, stuffed animals, people seemed to like that.
00:14:35.444 --> 00:14:37.585
But really I think a lot of it comes down to clothes.
00:14:37.605 --> 00:14:38.835
And actually, surprisingly enough.
00:14:39.669 --> 00:14:42.519
we all work in technology, but people love notebooks and pens.
00:14:42.575 --> 00:14:44.585
we still bring notebooks and pens everywhere.
00:14:44.585 --> 00:14:46.654
a lot of us are old school, you gotta write it down.
00:14:47.554 --> 00:14:48.245
I'm a big fan.
00:14:48.294 --> 00:14:49.779
Yeah, we've tried all types of things.
00:14:49.779 --> 00:14:52.139
Little puzzles and playing cards.
00:14:52.404 --> 00:14:53.125
those are decent.
00:14:53.125 --> 00:14:57.495
Sometimes at events you'll see people, sitting there playing games, at the bar, late night, things like that.
00:14:57.495 --> 00:14:58.485
But, clothes are good.
00:14:58.664 --> 00:15:03.774
The other good thing about clothes, if you over order, you're able to donate them somewhere, And make good use out of'em.
00:15:03.774 --> 00:15:05.184
So we like to do that as well.
00:15:05.799 --> 00:15:12.069
So at the event, you'll just find someplace to take them and drop them off instead of packing them home or shipping them
00:15:12.069 --> 00:15:16.700
Usually there's a donation box at a minimum somewhere, where you can drop them off.
00:15:16.700 --> 00:15:17.990
Great idea.
00:15:18.120 --> 00:15:19.259
especially for socks.
00:15:19.289 --> 00:15:22.019
That's something that I think homeless shelters never have enough of.
00:15:22.529 --> 00:15:22.799
Yep.
00:15:22.889 --> 00:15:23.580
Exactly.
00:15:23.679 --> 00:15:27.909
How many Nerdo t-shirts are there at the Goodwill in Palm Springs right now.
00:15:28.720 --> 00:15:29.500
Exactly.
00:15:29.649 --> 00:15:33.299
I've also thought about things like, the rest of my team's like, no, we shouldn't do that.
00:15:33.299 --> 00:15:34.259
But I was like, why not?
00:15:34.259 --> 00:15:35.879
Why not toothbrushes and toothpaste?
00:15:35.879 --> 00:15:36.870
'cause you can donate that.
00:15:36.870 --> 00:15:38.549
I just got back from vacation last week.
00:15:38.725 --> 00:15:40.075
My wife forgot toothpaste.
00:15:40.075 --> 00:15:42.174
Luckily I had plenty of toothpaste, so we got to share.
00:15:42.174 --> 00:15:44.365
But you know, those necessities that people do forget.
00:15:44.414 --> 00:15:46.274
We gave out sunscreen one year.
00:15:46.434 --> 00:15:56.335
we gave it out in a little square package with our logo on the front and they ended up looking like condoms, which we weren't anticipating.
00:15:56.825 --> 00:15:57.694
Going to Miami.
00:15:57.725 --> 00:15:58.804
That'll be amazing.
00:15:59.225 --> 00:16:00.544
It was not amazing.
00:16:00.754 --> 00:16:12.284
So I think, the takeaway for me on that one was have them send you some samples before you order thousands of something, they show you the front, they show you the back and the bleed line and everything.
00:16:12.284 --> 00:16:19.615
But in this case, we had no way of knowing that when it was all put together, it was not going to have the desired outcome.
00:16:21.730 --> 00:16:23.110
It's important to do that too.
00:16:23.110 --> 00:16:27.370
also things like your booth or printed materials, we always like to get many, many eyes on it.
00:16:27.529 --> 00:16:28.069
it's so easy.
00:16:28.069 --> 00:16:30.710
Your head's down, in the planning committee and looking at it.
00:16:30.899 --> 00:16:33.509
you show it to somebody else and they're like, why did you do that?
00:16:33.509 --> 00:16:35.100
Do you realize what that looks like?
00:16:35.100 --> 00:16:36.694
Or, I'm glad I shared this with somebody else.
00:16:37.804 --> 00:16:42.764
Yeah, a set of eyes from outside the industry is probably helpful I'll give it to my kid.
00:16:42.764 --> 00:16:43.600
Do you understand this?
00:16:45.149 --> 00:16:46.200
Does it make sense to you?
00:16:46.845 --> 00:16:50.144
We run a sales training like how to sell Azure and things like that.
00:16:50.335 --> 00:17:01.585
one of the things that I learned when I was at my m ms p doing sales, that I always recommend MSPs do is, take your proposal to your customers and have, your kid, your wife, your mom, your husband, whoever, look at it.
00:17:01.585 --> 00:17:03.715
Somebody that's non-technical, that's not in the industry.
00:17:03.715 --> 00:17:06.865
hand it to'em, don't say anything and say, do you understand this?
00:17:07.055 --> 00:17:09.394
half the time they're like, yeah, I have no idea what this is.
00:17:09.394 --> 00:17:09.875
It's like, all right.
00:17:09.875 --> 00:17:11.644
Time for a rewrite or redesign.
00:17:12.424 --> 00:17:19.394
I think I'm most excited about having conversations with the MSP community about all, Nerdio has to offer.
00:17:19.394 --> 00:17:22.825
combined with that, where should nerdio be looking to go next?
00:17:22.825 --> 00:17:24.894
Where are the next things we can do to help MSPs?
00:17:25.475 --> 00:17:30.045
I've been in the MSP industry for a long time, but I don't have all the answers.
00:17:30.205 --> 00:17:35.205
Nerdio is very much an outside in organization, so the feedback is invaluable to us.
00:17:35.255 --> 00:17:38.654
And also the connections with, people at PAX 8 themselves, right?
00:17:38.654 --> 00:17:42.025
They see so much, they give us a lot of feedback about what to do.
00:17:42.325 --> 00:17:45.025
Microsoft will be there, which is also exciting for us.
00:17:45.025 --> 00:17:49.955
having those types of conversations, figuring out, where we can go next, where we can add additional value.
00:17:50.545 --> 00:17:52.255
Make MSP's lives easier.
00:17:52.444 --> 00:18:02.545
We have a new enhanced support package where, we can actually do a lot of stuff that MSPs tend to struggle with in the Microsoft ecosystem when their customers are down or having emergencies and need to figure it out.
00:18:02.545 --> 00:18:03.924
We have that internal knowledge.
00:18:03.924 --> 00:18:05.605
that's really what I'm most looking forward to.
00:18:06.369 --> 00:18:06.670
Great.
00:18:06.670 --> 00:18:08.230
I'm looking forward to seeing you there.
00:18:08.230 --> 00:18:12.490
Thanks for joining us today on Win, and we'll see you in Denver in June.
00:18:12.920 --> 00:18:13.670
Thanks for having me.
00:18:14.180 --> 00:18:14.694
It's a pleasure.
00:00:53.309 --> 00:00:54.719
Good afternoon everybody.
00:00:54.719 --> 00:00:56.399
Welcome to the WIN podcast.
00:00:56.399 --> 00:00:58.049
My name is Carrie Richardson.
00:00:58.049 --> 00:00:59.879
I'm a partner at Fox and Crow.
00:01:00.089 --> 00:01:08.429
And with me today is Will Oinky, who is the VP of MSP Sales for Nerdio and a sponsor at this year's PAX 8.
00:01:08.549 --> 00:01:09.060
Beyond.
00:01:09.060 --> 00:01:10.469
How are you doing today, Will?
00:01:10.799 --> 00:01:12.000
I'm doing fantastic.
00:01:12.000 --> 00:01:15.200
Really excited to be here talking about, Nerdio and PAX 8 beyond.
00:01:15.200 --> 00:01:15.920
What a great event.
00:01:16.620 --> 00:01:17.219
I'm excited.
00:01:17.219 --> 00:01:19.920
I didn't go last year, but I did go to the first one.
00:01:20.234 --> 00:01:23.954
And this will be our first major event sponsorship for Fox and Crow.
00:01:23.954 --> 00:01:30.644
These interviews are great for me because they're giving me tips and ideas for what Fox and Crow might do at Pax8 Beyond.
00:01:31.245 --> 00:01:36.465
Before we got started, we talked about how Nerdio is now hosting their own conference.
00:01:37.090 --> 00:01:40.000
you've chosen some interesting locations for those events.
00:01:40.590 --> 00:01:46.469
how has planning your own event changed how you approach sponsoring an event?
00:01:47.710 --> 00:01:53.439
It's a great question and I think it's pretty interesting'cause it's a very different perspective when you've put on your own event.
00:01:53.439 --> 00:01:56.469
There's a lot of behind the scenes things that happen.
00:01:56.629 --> 00:02:01.120
you wanna make sure everybody's comfortable having a good time and, getting something out of it.
00:02:01.329 --> 00:02:14.599
So when we now sponsor an event and at PAX 8 beyond, we're thinking about how can we ensure the people that we're engaging with or take time, to come over to our booth maybe, or one of our breakout sessions are gonna get the most out of it.
00:02:14.819 --> 00:02:20.879
being thoughtful about curating content and having conversations that are gonna help them propel their business.
00:02:21.164 --> 00:02:24.974
It's less about us telling them how great and amazing Nerdio is.
00:02:24.974 --> 00:02:34.284
it's more about starting with talking to them asking questions about their business and what are their goals and what are they looking to get out of the event, and then giving them information.
00:02:34.479 --> 00:02:36.460
Or helping them achieve those goals.
00:02:36.460 --> 00:02:37.629
that's how we think about it.
00:02:37.789 --> 00:02:44.560
A lot of learnings with putting on our own event and doing the same things, getting feedback and using that to shape our go-to market approach.
00:02:45.259 --> 00:02:46.939
NerdioCon has been going well.
00:02:46.939 --> 00:02:50.099
You've got three years under your belt now where's next?
00:02:50.099 --> 00:02:52.770
We are still in the planning stages for next year.
00:02:52.770 --> 00:02:56.460
We will be making an announcement fairly soon about where it's gonna be.
00:02:56.650 --> 00:02:57.909
I'm very excited about it.
00:02:57.909 --> 00:03:06.359
as you know, we try and pick fun different locations, we found that, most of our, attendees are from North America and many North Americans don't have passports.
00:03:06.359 --> 00:03:07.769
So that can certainly be a struggle.
00:03:07.979 --> 00:03:13.870
For the sponsors it can be, logistically difficult, to ship stuff and get a booth down there and those types of things.
00:03:13.870 --> 00:03:19.479
we do love doing things internationally, but, this year was our first year doing it in the States, and it worked out really well.
00:03:19.584 --> 00:03:26.995
So for PAX 8 beyond this year, what preparation has Nerdio done?
00:03:26.995 --> 00:03:31.449
We're a month out, what are your expectations for the event?
00:03:32.409 --> 00:03:40.099
Yeah, so we have two different approaches that we're taking because we've been partnered with PAX 8, and in the MSP community for a number of years now.
00:03:40.099 --> 00:04:00.375
for us it's really about a strategy to make sure we get a lot of time with our existing partners, understand where they are in their journey in terms of Microsoft adoption, where we focus, and also a separate strategy around making sure that we can get the message out about who we are, what we do and how we can help MSPs who have not started working with us yet.
00:04:00.685 --> 00:04:06.625
Everything from partner dinners to what we're gonna be showcasing at our booth or in our breakout sessions.
00:04:06.814 --> 00:04:12.469
One of the big ones is that nerdio, for example, is in the Microsoft 365 management game.
00:04:12.784 --> 00:04:16.625
For years, we've been focused on Azure infrastructure and Azure Virtual Desktop.
00:04:16.625 --> 00:04:17.824
But we also have this.
00:04:17.840 --> 00:04:24.079
great product and seen a lot of growth on the M 365 management side, which I think a lot of people don't even know that we do yet.
00:04:24.840 --> 00:04:26.009
Tell us a little bit about that.
00:04:26.759 --> 00:04:34.769
Obviously with being in the Microsoft ecosystem for so long and working with MSPs, they, said,"Hey, you helped us so much with Azure Virtual Desktop.
00:04:34.980 --> 00:04:39.240
But that's only a small portion of what we do day to day in the Microsoft ecosystem.
00:04:39.480 --> 00:04:40.170
We also manage.
00:04:40.345 --> 00:04:43.045
Microsoft 365, and that can be difficult.
00:04:43.175 --> 00:04:45.305
we need a multi-tenant management tool.
00:04:45.514 --> 00:04:49.324
Nerdio feels like a logical co-organization that could support us there.
00:04:49.324 --> 00:04:51.574
a couple years ago we started investigating that.
00:04:51.795 --> 00:05:06.055
in November, of 2024, we made a very large release to help with things like OneDrive Teams Intune and Autopilot, Features that you get when you buy M 365, but many MSPs are not using those features, right?
00:05:06.055 --> 00:05:07.165
They buy this license.
00:05:07.165 --> 00:05:16.555
you get your Microsoft apps in exchange but they're not able to standardize all of their customers and there aren't many tools out there that can do that very seamlessly and easily.
00:05:17.214 --> 00:05:21.534
One of the things I love about Microsoft is they have a solution for everything.
00:05:21.534 --> 00:05:36.564
Now, is the MSP industry specifically gonna see value in it, And are their SMBs, gonna see value in it or find some other product they give you a lot of flexibility and they're including more in Standard SMB flavor licenses, like business premium.
00:05:36.664 --> 00:05:39.464
look at Defender, a highly rated security product.
00:05:39.564 --> 00:05:41.274
included in business premium.
00:05:41.454 --> 00:05:47.704
And MSPs are like, well, I don't use it'cause I don't know how to, I go to these events and there's many security products that I can use.
00:05:47.704 --> 00:05:50.944
And one of our goals is giving the MSP, flexibility, right?
00:05:50.944 --> 00:05:56.204
And I'm not saying go replace one of these other amazing tools because we work with many great, partners out there.
00:05:56.659 --> 00:05:57.949
It will also be at the event.
00:05:58.110 --> 00:05:59.610
but we all know security.
00:05:59.610 --> 00:06:00.719
It's like an onion, right?
00:06:00.719 --> 00:06:02.009
You have all these different layers.
00:06:02.009 --> 00:06:03.449
So you're paying for defender.
00:06:03.480 --> 00:06:07.719
Let's make it easy to enable it, and have multiple layers in your security stack.
00:06:08.409 --> 00:06:11.349
I haven't healed from our SharePoint migration 10 years ago.
00:06:12.485 --> 00:06:20.435
I remember selling when I was at my MSP, SBS servers and I would talk up how SharePoint, you get this with your SBS server and it's amazing.
00:06:20.435 --> 00:06:23.654
in a lot of places, SharePoint's also where things go to die.
00:06:23.654 --> 00:06:25.754
You gotta give it the care and feeding that it needs.
00:06:26.545 --> 00:06:30.985
There's limitations in, character length, number of files, number of nested folders and things like that.
00:06:30.985 --> 00:06:36.235
I'm making the switch to an Apple computer this month.
00:06:37.074 --> 00:06:42.024
It'll be, my first time not using a Windows interface in my entire business career.
00:06:42.814 --> 00:06:47.154
My teenage daughter had to have her Mac and you know, I'm the computer guy, right?
00:06:47.185 --> 00:06:49.014
'cause I'm in the industry even though I'm in sales.
00:06:49.235 --> 00:06:52.295
anytime she needs help, I'm trying to figure out the interface and do it.
00:06:52.295 --> 00:06:53.884
I love my iPhone, don't get me wrong.
00:06:53.884 --> 00:06:55.084
but a Mac is difficult.
00:06:55.084 --> 00:06:57.620
That's a great use case for an Azure virtual desktop, right?
00:06:57.724 --> 00:07:00.154
You can stream down your business critical applications.
00:07:00.154 --> 00:07:01.144
We see that all the time.
00:07:01.925 --> 00:07:02.974
I'll send it over to Ian.
00:07:03.214 --> 00:07:08.834
He's in charge of that, although I think he still got a little PTSD from, back in the tech support days.
00:07:09.224 --> 00:07:14.384
He's not a big fan of, people asking him how things work when it comes to computers these days.
00:07:14.834 --> 00:07:16.365
It's so funny how that happens though.
00:07:16.365 --> 00:07:17.504
Like even in my neighborhood.
00:07:17.694 --> 00:07:19.074
I'm the computer guy, right?
00:07:19.074 --> 00:07:23.995
I'm the VP of sales, but, I'm, probably better than all of them, in terms of my technical ability.
00:07:23.995 --> 00:07:27.474
But I have no formal, technical expertise or training.
00:07:28.314 --> 00:07:31.795
What's the equivalent of, let me Google that for you, except for ai.
00:07:31.855 --> 00:07:32.574
Let me chat.
00:07:32.574 --> 00:07:37.064
GPT that for you It's great if you understand what you're doing already.
00:07:37.064 --> 00:07:42.849
But I don't know how great it is for creating plans for things that you've never tried to do before.
00:07:42.849 --> 00:07:50.230
I feel like you could probably troubleshoot a computer provided your computer is working at the time.
00:07:50.819 --> 00:07:58.740
I feel like people, salespeople, just have that kind of personality in them, we're less afraid sometimes just to try new things and see if it works out.
00:07:58.870 --> 00:08:00.849
so sometimes we fall into those things, right?
00:08:00.849 --> 00:08:02.110
Like, okay, I read the prompt.
00:08:02.110 --> 00:08:02.889
Let me try that.
00:08:03.039 --> 00:08:04.539
Oh, I just destroyed my computer.
00:08:04.539 --> 00:08:05.769
Okay, I'll go back to step one.
00:08:06.759 --> 00:08:09.279
That's me, except with my Webflow website.
00:08:09.279 --> 00:08:13.959
If I have one big regret from 2024, it would be the migration over to Webflow.
00:08:15.819 --> 00:08:19.599
So we're both going to be on the floor at PAX 8 this year.
00:08:19.870 --> 00:08:22.724
Tell me a little bit about how your team prepares.
00:08:23.474 --> 00:08:26.235
There's a lot of things that go on behind the scenes in preparing.
00:08:26.235 --> 00:08:32.695
One of ours is a schedule of events, who's gonna be where, and mix up different individual strengths, with that.
00:08:32.695 --> 00:08:36.085
For example, we create our booth schedule, who's gonna be at the booth?
00:08:36.085 --> 00:08:44.875
We wanna make sure that there's somebody that understands sales, somebody that understands Azure, as well as M 365 now that we do that, and somebody that's technical.
00:08:45.034 --> 00:08:48.884
Somebody that can walk through a demo, answer questions, those types of things.
00:08:48.884 --> 00:08:59.605
Then we have other people preparing for, our breakout session, Walking around there, having conversations, making sure people know, when our breakout session is asking them to attend, and getting feedback.
00:08:59.875 --> 00:09:02.004
Also building in time for us to regroup.
00:09:02.335 --> 00:09:07.914
You go into an event, with a plan, this is exactly how it's gonna be and this is what we're gonna do and it's gonna be great.
00:09:08.075 --> 00:09:09.245
Then you learn some things.
00:09:09.245 --> 00:09:09.545
I've been.
00:09:09.595 --> 00:09:13.465
At other events where we do multiple breakout sessions and we go do the first one.
00:09:13.465 --> 00:09:15.925
We always leave time afterwards, right?
00:09:15.925 --> 00:09:20.305
To regroup what worked, what didn't work, what did people like, what did people not like?
00:09:20.355 --> 00:09:22.215
and then spend time to readjust.
00:09:22.215 --> 00:09:30.814
I don't think It's fair to the people that take time out of their day, they spend a lot of money, and time being able to come to these events we wanna make sure that they get the most value out of it.
00:09:30.814 --> 00:09:34.865
And it's also just for our team too, making sure that there's some built in time.
00:09:34.865 --> 00:09:37.995
We still, most of our people that are there still have a normal job, right?
00:09:37.995 --> 00:09:43.615
So being able to go and catch up on some email, make sure you don't have that customer or partner waiting on you, to respond.
00:09:43.745 --> 00:09:44.794
and then a little bit of rest.
00:09:45.319 --> 00:09:49.850
Because nobody wants to talk to Will standing in a booth who hasn't slept, at all.
00:09:50.009 --> 00:09:53.700
and is not gonna be able to have a high quality conversation or be present in the moment.
00:09:54.389 --> 00:09:56.879
Yeah, you don't know this from experience, You're just guessing.
00:09:57.659 --> 00:09:58.200
Correct.
00:09:58.210 --> 00:09:58.870
Exactly.
00:09:59.049 --> 00:10:04.460
I mean, I've been around Nerdio, since the very early days where it was really three of us going to every single show.
00:10:04.460 --> 00:10:07.840
Tony Kai and I did 8 weeks back to back on the road together.
00:10:08.029 --> 00:10:10.189
we saw each other more than we saw our own families.
00:10:10.189 --> 00:10:12.590
we love those times, but it's nice having a bigger team.
00:10:12.590 --> 00:10:19.909
it's also important to make sure you're training the next group that's coming up and has career goals to learn from the mistakes that maybe we made in the early days.
00:10:20.629 --> 00:10:26.899
So are you more of a morning go to the breakfast person or are you late night, go to the party person?
00:10:27.529 --> 00:10:30.799
So it's funny, in the past probably year, year and a half, I've switched.
00:10:30.799 --> 00:10:32.120
I used to be the late night guy.
00:10:32.120 --> 00:10:33.799
Like, don't get me up early in the morning.
00:10:33.950 --> 00:10:35.539
I'll do all the late night stuff.
00:10:35.590 --> 00:10:39.460
you'll find me hanging out at the bar, talking to people, going to the parties, that type of thing.
00:10:39.460 --> 00:10:44.819
And now, I would rather be in bed by like nine o'clock, and be up having my coffee early in the morning.
00:10:45.370 --> 00:10:46.929
That's how I feel every day now.
00:10:46.990 --> 00:10:51.429
I was never much of a night person anyway, because by 11 o'clock it's getting a little drunk out.
00:10:51.524 --> 00:10:54.669
And when you don't drink it wears on you.
00:10:54.750 --> 00:10:55.350
Exactly.
00:10:55.350 --> 00:11:00.495
And I think there is that turning point, but you hear from mSPs all the time, and I notice it as well.
00:11:00.654 --> 00:11:10.615
one of the great things about a huge event like PAX 8 beyond is you have like-minded MSPs together, but it's those side conversations, those real conversations that you have with each other.
00:11:10.794 --> 00:11:15.605
Not the Hi, I'm Will from Nerdio, and I go into my standard pitch or something like that.
00:11:15.605 --> 00:11:16.595
That's not what we're there for.
00:11:16.595 --> 00:11:17.975
tell me what we can do better.
00:11:18.125 --> 00:11:19.534
Tell me what you're struggling with.
00:11:19.534 --> 00:11:20.674
Tell me about your business.
00:11:20.674 --> 00:11:24.684
And that's, I think one of the powerful things about, an event like this, that.
00:11:24.684 --> 00:11:37.455
people get a lot out of, connecting different MSPs together, that's something that we try to do, as part of our strategy as well, I might have somebody come up saying, I'm really struggling with a VD or, Microsoft in general, or How do I price or package this?
00:11:37.485 --> 00:11:38.774
And I'm like, wait a second.
00:11:38.804 --> 00:11:41.235
I have one of my partners who has figured this out.
00:11:41.235 --> 00:11:44.694
Let me connect you two together, instead of hearing from me, right?
00:11:44.694 --> 00:11:45.745
You don't wanna hear from the vendor.
00:11:45.745 --> 00:11:48.264
You wanna hear from an MSP who's experienced this.
00:11:48.669 --> 00:11:51.129
Because I have a siloed view of the world.
00:11:51.129 --> 00:11:55.210
I'm not worrying about how you're, automating your QuickBooks to send invoices.
00:11:55.210 --> 00:11:57.340
I'm just worrying about the execution of Microsoft.
00:11:57.399 --> 00:11:59.559
And I think that's, really powerful here.
00:11:59.720 --> 00:12:08.509
and then they can also talk about, well, I use PAX 8 and these five other vendors on their line card, and they can talk about the integration of all of that and really make their MSP better.
00:12:09.769 --> 00:12:16.120
What's your conversion rate like from, initial conversation at the booth to signed partner?
00:12:16.169 --> 00:12:25.985
And do you attribute first point of contact or last point of contact, or do you have some complicated way to measure?
00:12:26.345 --> 00:12:27.694
We have a complicated way.
00:12:27.694 --> 00:12:29.495
We've tried all of the above.
00:12:29.544 --> 00:12:41.064
What we do is spread out all the points of contact and, evenly balance it, in terms of, acquisition costs We find we end up having multiple conversations and meeting people at multiple events.
00:12:41.064 --> 00:12:44.855
Sometimes they come to our events or our training, camps that we run as well.
00:12:44.855 --> 00:12:46.534
We found that the best way to do that.
00:12:46.804 --> 00:12:50.375
Our average sales cycle is usually around three months, but how you count that?
00:12:50.375 --> 00:12:55.424
One of the things that Nerdio does is we provide free internal use licenses, to MSPs.
00:12:55.424 --> 00:13:03.274
a lot of times we start at the booth, and especially if somebody's never looked at Nerdio, or maybe they're looking at virtual desktops and they've never done this before.
00:13:03.455 --> 00:13:06.975
They're not just gonna roll this out to their 50 employee company, or customer.
00:13:06.975 --> 00:13:10.095
They're gonna want to try this out, make sure they understand how to manage it.
00:13:10.345 --> 00:13:14.404
usually, we're looking to book conversations coming out of that how can we help you?
00:13:14.404 --> 00:13:15.184
What are your desires?
00:13:15.184 --> 00:13:15.995
What are your goals?
00:13:16.355 --> 00:13:23.804
the next step very often is, let's either get you some training or let's do hands-on training with those free internal use licenses we provide.
00:13:24.014 --> 00:13:32.804
And throughout that we're trying to plan, well how can we help you with your customer, either bring them to a VD or managing Microsoft 365 more efficiently?
00:13:33.115 --> 00:13:37.134
so that's really what we're looking to do is have those conversations and open up the door.
00:13:37.284 --> 00:13:39.784
I don't know if others, take the same approach.
00:13:39.784 --> 00:13:46.184
If you come up to our booth and talk to us or in the hallways and have a conversation, we're not gonna push a meeting if you don't wanna talk to us.
00:13:46.184 --> 00:13:46.934
You don't see value.
00:13:46.934 --> 00:13:47.325
Great.
00:13:47.325 --> 00:13:47.924
that's fine.
00:13:48.115 --> 00:13:50.825
let us tell you what we do, and let's not book a meeting.
00:13:50.825 --> 00:13:51.965
If that doesn't make sense.
00:13:51.965 --> 00:13:57.845
we'll ask your permission, can we put you on our mailing list and, send you updates once a month just so you know what's going on.
00:13:57.845 --> 00:13:59.764
if not, then we won't put you on our mailing list.
00:13:59.764 --> 00:14:01.850
And maybe we'll find some value down the road.
00:14:02.750 --> 00:14:06.710
Favorite swag or swag that people seem to like the most?
00:14:06.779 --> 00:14:08.789
what have you done that people really liked?
00:14:09.375 --> 00:14:09.735
Yeah.
00:14:09.735 --> 00:14:11.504
So, they really like socks.
00:14:11.534 --> 00:14:14.144
we're big into doing clothes: hoodie, things like that.
00:14:14.144 --> 00:14:18.164
Something that you're not gonna be like, oh, that's cool, and then end up in the garbage later.
00:14:18.414 --> 00:14:19.254
exactly.
00:14:19.554 --> 00:14:21.595
So, that's generally what we like to do.
00:14:21.784 --> 00:14:25.434
we'll try and mix if there's a theme of the event, you know, do something like that.
00:14:25.595 --> 00:14:28.774
we just went to Robin Robins event and that had a Willy Wonka theme.
00:14:28.774 --> 00:14:31.215
so we had, candy and, things like that.
00:14:31.215 --> 00:14:35.444
We had cotton candy we were handing out and, stuffed animals, people seemed to like that.
00:14:35.444 --> 00:14:37.585
But really I think a lot of it comes down to clothes.
00:14:37.605 --> 00:14:38.835
And actually, surprisingly enough.
00:14:39.669 --> 00:14:42.519
we all work in technology, but people love notebooks and pens.
00:14:42.575 --> 00:14:44.585
we still bring notebooks and pens everywhere.
00:14:44.585 --> 00:14:46.654
a lot of us are old school, you gotta write it down.
00:14:47.554 --> 00:14:48.245
I'm a big fan.
00:14:48.294 --> 00:14:49.779
Yeah, we've tried all types of things.
00:14:49.779 --> 00:14:52.139
Little puzzles and playing cards.
00:14:52.404 --> 00:14:53.125
those are decent.
00:14:53.125 --> 00:14:57.495
Sometimes at events you'll see people, sitting there playing games, at the bar, late night, things like that.
00:14:57.495 --> 00:14:58.485
But, clothes are good.
00:14:58.664 --> 00:15:03.774
The other good thing about clothes, if you over order, you're able to donate them somewhere, And make good use out of'em.
00:15:03.774 --> 00:15:05.184
So we like to do that as well.
00:15:05.799 --> 00:15:12.069
So at the event, you'll just find someplace to take them and drop them off instead of packing them home or shipping them
00:15:12.069 --> 00:15:16.700
Usually there's a donation box at a minimum somewhere, where you can drop them off.
00:15:16.700 --> 00:15:17.990
Great idea.
00:15:18.120 --> 00:15:19.259
especially for socks.
00:15:19.289 --> 00:15:22.019
That's something that I think homeless shelters never have enough of.
00:15:22.529 --> 00:15:22.799
Yep.
00:15:22.889 --> 00:15:23.580
Exactly.
00:15:23.679 --> 00:15:27.909
How many Nerdo t-shirts are there at the Goodwill in Palm Springs right now.
00:15:28.720 --> 00:15:29.500
Exactly.
00:15:29.649 --> 00:15:33.299
I've also thought about things like, the rest of my team's like, no, we shouldn't do that.
00:15:33.299 --> 00:15:34.259
But I was like, why not?
00:15:34.259 --> 00:15:35.879
Why not toothbrushes and toothpaste?
00:15:35.879 --> 00:15:36.870
'cause you can donate that.
00:15:36.870 --> 00:15:38.549
I just got back from vacation last week.
00:15:38.725 --> 00:15:40.075
My wife forgot toothpaste.
00:15:40.075 --> 00:15:42.174
Luckily I had plenty of toothpaste, so we got to share.
00:15:42.174 --> 00:15:44.365
But you know, those necessities that people do forget.
00:15:44.414 --> 00:15:46.274
We gave out sunscreen one year.
00:15:46.434 --> 00:15:56.335
we gave it out in a little square package with our logo on the front and they ended up looking like condoms, which we weren't anticipating.
00:15:56.825 --> 00:15:57.694
Going to Miami.
00:15:57.725 --> 00:15:58.804
That'll be amazing.
00:15:59.225 --> 00:16:00.544
It was not amazing.
00:16:00.754 --> 00:16:12.284
So I think, the takeaway for me on that one was have them send you some samples before you order thousands of something, they show you the front, they show you the back and the bleed line and everything.
00:16:12.284 --> 00:16:19.615
But in this case, we had no way of knowing that when it was all put together, it was not going to have the desired outcome.
00:16:21.730 --> 00:16:23.110
It's important to do that too.
00:16:23.110 --> 00:16:27.370
also things like your booth or printed materials, we always like to get many, many eyes on it.
00:16:27.529 --> 00:16:28.069
it's so easy.
00:16:28.069 --> 00:16:30.710
Your head's down, in the planning committee and looking at it.
00:16:30.899 --> 00:16:33.509
you show it to somebody else and they're like, why did you do that?
00:16:33.509 --> 00:16:35.100
Do you realize what that looks like?
00:16:35.100 --> 00:16:36.694
Or, I'm glad I shared this with somebody else.
00:16:37.804 --> 00:16:42.764
Yeah, a set of eyes from outside the industry is probably helpful I'll give it to my kid.
00:16:42.764 --> 00:16:43.600
Do you understand this?
00:16:45.149 --> 00:16:46.200
Does it make sense to you?
00:16:46.845 --> 00:16:50.144
We run a sales training like how to sell Azure and things like that.
00:16:50.335 --> 00:17:01.585
one of the things that I learned when I was at my m ms p doing sales, that I always recommend MSPs do is, take your proposal to your customers and have, your kid, your wife, your mom, your husband, whoever, look at it.
00:17:01.585 --> 00:17:03.715
Somebody that's non-technical, that's not in the industry.
00:17:03.715 --> 00:17:06.865
hand it to'em, don't say anything and say, do you understand this?
00:17:07.055 --> 00:17:09.394
half the time they're like, yeah, I have no idea what this is.
00:17:09.394 --> 00:17:09.875
It's like, all right.
00:17:09.875 --> 00:17:11.644
Time for a rewrite or redesign.
00:17:12.424 --> 00:17:19.394
I think I'm most excited about having conversations with the MSP community about all, Nerdio has to offer.
00:17:19.394 --> 00:17:22.825
combined with that, where should nerdio be looking to go next?
00:17:22.825 --> 00:17:24.894
Where are the next things we can do to help MSPs?
00:17:25.475 --> 00:17:30.045
I've been in the MSP industry for a long time, but I don't have all the answers.
00:17:30.205 --> 00:17:35.205
Nerdio is very much an outside in organization, so the feedback is invaluable to us.
00:17:35.255 --> 00:17:38.654
And also the connections with, people at PAX 8 themselves, right?
00:17:38.654 --> 00:17:42.025
They see so much, they give us a lot of feedback about what to do.
00:17:42.325 --> 00:17:45.025
Microsoft will be there, which is also exciting for us.
00:17:45.025 --> 00:17:49.955
having those types of conversations, figuring out, where we can go next, where we can add additional value.
00:17:50.545 --> 00:17:52.255
Make MSP's lives easier.
00:17:52.444 --> 00:18:02.545
We have a new enhanced support package where, we can actually do a lot of stuff that MSPs tend to struggle with in the Microsoft ecosystem when their customers are down or having emergencies and need to figure it out.
00:18:02.545 --> 00:18:03.924
We have that internal knowledge.
00:18:03.924 --> 00:18:05.605
that's really what I'm most looking forward to.
00:18:06.369 --> 00:18:06.670
Great.
00:18:06.670 --> 00:18:08.230
I'm looking forward to seeing you there.
00:18:08.230 --> 00:18:12.490
Thanks for joining us today on Win, and we'll see you in Denver in June.
00:18:12.920 --> 00:18:13.670
Thanks for having me.
00:18:14.180 --> 00:18:14.694
It's a pleasure.
